Director, Gross to Net

Title:

Director, Gross to Net

Company:

Ipsen Biopharmaceuticals Inc.

Job Description:

The Director, Gross to Net will lead Ipsen’s Gross to Net (GtN) forecasting and support the accounting close process. This critical role encompasses three distinct areas of expertise and responsibility: Gross to Net Revenue Forecasting and Accounting, Government Price Reporting and Commercial Pricing Analysis. This role requires strong cross functional partnerships with our Commercial brand leadership teams, Value and Access teams, Government Price Reporting team, and the Accounting Shared Service team.

Main Responsibilities & Job Expectations

Gross to Net - 50% of the role

• Lead the GTN process, maintaining and evolving the approach for Ipsen collaborating with all stakeholders involved in GTN
• Monitor accrual assumptions, in coordination with Accounting, underlying the GTN revenue accounting for monthly and quarterly revenue.  Forecast and offer enhancement or corrective actions underpinning such accruals where necessary (measure forecast vs. actual results).
• Support the Forecasting and Brand Finance Controllers to ensure that accurate GTN assumptions are pulled through the various forecast models and analytics.
• Through strong partnership with Accounting, continually assess and improve the controls impacting revenue reserve assumptions; ensure compliance with all applicable finance policies and regulations.  Further refine processes to ensure future performance is accurately forecasted and is fully integrated into the business unit, Value & Access and Financial plans.
• Review and interpret contracts to validate provisions which have an impact on revenue recognition and reportable prices. Provide guidance and direction on contractual structure to maximize commercial profitability.  Lead analysis of technical guidance for new revenue streams.
• Ensure proper controls are in effect for the execution of Government and Value & Access contracts and related payments.
• Assist in the preparation of presentations to key stakeholders including members of the Executive Team for all gross to net related issues.
• Provide integrated analyses for customers and other business groups (e.g., ad-hoc customer segment reports and trend reports).
• Work with cross functional teams to drive the timely creation and delivery of the GTN models.  Responsible for understanding internal and external (Corporate, auditors) perspectives on overall rebate forecast movements.
• Support internal communication of GTN & government pricing status to key stakeholders
• Responsible for GTN government rebate accrual calculation methodology, including interacting with auditors in this regard.
• Accountable for doing his/her own independent calculation of the current month’s actual GTN before comparing with the ones performed by Accounting and working with Accounting proactively to resolve differences, if any, before the Revenue Meeting.
• Supporting key year end audit activities

Government Price Reporting - 30% of the role

• Liaise with the Government Price Reporting team on all modeling and projections for Forecast, Budgets and Strategic Plans, including providing financial impact and government pricing impacts including Medicaid, 340B, and ASP for forecast assumptions, potential strategies
• Serve as the primary SME (Subject Matter Expert) backup on Government Pricing matters as this is a critical compliance function for Ipsen.
• Monitor the activity of contracts, including varied price concessions such as chargebacks, rebates, portfolio offers, bid grid discounts, fees, etc. to evaluate the impact on Government prices as well as the impact on the budget and forecasts.
• Review and interpret contracts to validate provisions that have an impact on revenue recognition and reportable prices; provide guidance on contractual structure to maximize strategic goals and reduce financial exposure
• Analysis and payment of government discounts & rebates
• Maintain appropriate contract and chargeback infrastructure to facilitate timely application and reconciliation of pricing while ensuring appropriate pricing for the correct government program purchasers

Commercial Pricing Analysis - 20% of the role

• Work with Values & Access / Pricing & Contracting team to provide financial impact and government pricing impacts of potential strategies, including impact to best price, Medicaid, 340B, ASP, etc.

Education, Experience and Qualifications

• BA/BS in Accounting or Finance required; MBA, CPA is a plus
• Public Accounting or audit experience also a plus
• 10+ years experience in biotech/pharma, managing revenue, pricing and contracts
• Expertise in a variety of Government Pricing and Managed Markets' concepts, practices, and procedures with solid experience in revenue recognition and gross to net revenue analyses.
• Strong analytical and modeling capability to present data in a concise but meaningful fashion, including extremely strong excel skills
• Experience in supporting a commercial organization in valuation analysis and other operational roles.
• Planner and forecaster savvy with recognizing trends, establishing a way forward, and able to pay attention while not getting lost in the details

In order to maintain a safe work environment, Ipsen requires all employees to be fully vaccinated against the Covid-19 at the time of employment, including booster.

IPSEN is an equal opportunity employer that strictly prohibits unlawful discrimination. We recruit, employ, train, compensate, and promote without regard to an individual’s race, color, religion, gender, sexual orientation, gender identity/expression, national origin/ancestry, age, mental/physical disability, medical condition, marital status, veteran status, or any other characteristic protected by law.